HubSpot Overview
Long Term Financial Targets
2017
2018
2019 2020
2021
Q1'22
Q2'22
Q3'22
Long Term
Target
Gross Margin
81%
82%
82%
82%
81%
82%
82%
82%
81% -83%
R&D
% of revenue
15%
18%
18%
19%
18%
19%
21%
19%
18% - 20%
S&M
% of revenue
52%
46%
45%
45%
45%
46%
45%
45%
30% - 35%
G&A
% of revenue
12%
11%
11%
10%
9%
9%
9%
9%
8% -9%
Operating Margin 2%
6%
8%
8%
9%
9%
7%
9%
20%-25%
These estimates reflect our current operating plan as of 11/2/2022 and are subject to change as future events and opportunities arise. All percentages are non-GAAP and exclude
expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. Please refer to the end of this presentation for a
reconciliation of GAAP to non-GAAP figures.
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